1qtr2005 - Book Review - Little Red Book of Selling: 12.5 Principles of Sales Greatness

New for 2005, this section will focus on providing you a 'quick-hit-overview ' of an interesting book I've read. I'll share with you some its key insights, information, and points-to-ponder. And, if you'd like to order a copy, there's a link to do that, too.

Title: Little Red Book of Selling: 12.5 Principles of Sales Greatness
Author: Jeffrey Gitomer
Link to Purchase: Buy the book

A real personality, Jeffrey Gitomer pulls no punches when it comes to helping people get real, sell better, and sell more. And, what's more, his recommendations are surprisingly applicable to almost everyone, regardless of what they do for a living. As example, very early on in the book, he asks: What does it take to become a sales success? His "18.5" answers, which he insists are not so much Secrets of Success, are "fundamental steps that successful salespeople and entrepreneurs have been executing for centuries."

1. Believe you can.
2. Create the environment.
3. Have the right associations.
4. Expose yourself to what's new.
5. Plan for the day.
6. Become valuable.
7. Have the answers your prospects and customers need.
8. Recognize opportunity.
9. Take advantage of opportunity.
10. Take responsibility.
11. Take action.
12. Make mistakes.
13. Be willing to risk.
14. Keep your eyes on the prize.
15. Balance yourself.
16. Invest, don't spend.
17. Stick at it until you win.
18. Develop and maintain a positive attitude.

18.5. Ignore idiots and zealots.

Gitomer goes on to write about what he calls the positive and negative "senses of selling." There are 6 positive senses:

1. The sense of confidence.
2. The sense of positive anticipation.
3. The sense of determination.
4. The sense of achievement.
5. The sense of winning.
6. The sense of success.

And then he explores the 8.5 negative senses - the ones that your subconscious mind often presents and projects when selling:

1. The sense of fear.
2. The sense of nervousness.
3. The sense of rejection.
4. The sense of procrastination or reluctance.
5. The sense of justification/rationale
6. The sense of self-doubt.
7. The sense of uncertainty.
8. The sense of doom.

8.5 The sense of "I'm unlucky."

Make no mistake, this book is definitely focused on selling. But there's still an awful lot of practical and between-the-eyes logic and advice that this guru has to offer about how to be more successful than maybe you are right now.